{"id":3610999,"url":"https://alion.io/job/echo-emea-channel-account-manager","title":"EMEA Channel Account Manager","company":{"id":18327,"name":"Echo","domain":"echo.ai","url":"https://alion.io/company/echo-ai","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"A","score":100,"open_postings":3,"ghost_share":0,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":37,"computed_at":"2026-11-04T06:34:25Z"}},"role":"Marketing","role_family":"Marketing","seniority":"senior","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_regions","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"inferred","locations":[],"countries":[],"hiring_countries":["DE","FR","AE","GB","AT","BE","BA","BG","HR","CY","CZ","DK","FI","HU","IE","IL","IT","KE","ME","NL","NG","NO","PL","RO","SA","RS","ZA","ES","SE","CH","TR","UA","AL","DZ","AD","AO","BH","BJ","BW","BF"],"hiring_countries_total":116,"salary":null,"salary_estimate":null,"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AWS","optional":false},{"name":"Azure","optional":false},{"name":"GCP","optional":false},{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-11-02T10:55:56Z","employer_posted_date":"2026-11-02","last_verified_at":"2026-11-04T13:39:58Z","board_verified":true,"closed_at":null,"days_open":2,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":2},"description":"echo is looking for its first EMEA Channel Manager to help build, grow and manage our partner ecosystem across EMEA. This is a build role: you will shape how Echo works with partners in the region, from choosing the first partners to setting up the program, processes and joint go-to-market plans that make them successful. You will work closely with Echo's EMEA GTM team to turn partners into a steady source of pipeline and revenue.\nResponsibilities:\nFind, recruit and onboard the right partners across EMEA: resellers, distributors, managed service providers (MSPs and MSSPs) and regional system integrators with strong DevOps, cloud and security practices.\n\nBuild joint business plans with key partners and drive partner-sourced and partner-influenced pipeline.\n\nTrain partner sales and technical teams, together with Echo's Sales Engineers, so they can position, demo and sell Echo on their own.\n\nCo-sell with Echo account executives on partner deals, from first meeting to signed order.\n\nHelp build the partner program foundations: partner tiers, deal registration, rules of engagement, discounts and margins.\n\nRun joint marketing with partners, such as events, workshops and campaigns, together with Echo's marketing team.\n\nWork with our Alliances team on deals through AWS, Azure and Google Cloud marketplaces that involve partners.\n\nKeep partner activity and pipeline accurate in Salesforce and share regular updates on partner performance.\n\nBring partner and customer feedback back to Product, Pricing and leadership.\n\nRequirements:\n5+ years of experience in channel sales, partner management or partner development within B2B software, ideally in DevOps, cloud or cybersecurity.\n\nHands-on experience working with resellers, distributors, MSPs or MSSPs, and regional system integrators (both partner-sourced or partner-influenced revenue)\n\nAbility to build trusted relationships and supporting partners across EMEA, with an existing partner network in the region.\n\nExcellent interpersonal, negotiation, and communication skills, with the ability to influence stakeholders at all levels.\n\nStrong collaboration skills, with experience co-selling closely with direct sales teams on deals.\n\nFamiliarity with enterprise sales methods such as MEDDPICC or similar.\n\nUnderstanding of software supply chain or container security, and of EU rules such as NIS2, DORA and the Cyber Resilience Act, is a strong plus.\n\nExcellent communication and organizational skills, and comfortable building from scratch in a fast-paced, high-growth startup.","description_format":"text","description_chars":2541,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[{"name":"Germany","iso":"DE","kind":"region"},{"name":"France","iso":"FR","kind":"region"},{"name":"United Arab Emirates","iso":"AE","kind":"region"},{"name":"United Kingdom","iso":"GB","kind":"country"},{"name":"Austria","iso":"AT","kind":"region"},{"name":"Belgium","iso":"BE","kind":"region"},{"name":"Bosnia and 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